Today’s business buyers independently seek out information about products. During the awareness stage, buyers rely on search, vendor websites, and newsletters/emails as their top channels to find information. Once they’re ready to buy, they opt to connect with a sales representative. Frontline sales representatives acknowledge the shift in buyer behavior. 57% of salespeople agree that buyers are less dependent on sales during the buying process compared to a few years ago. The question is: have they adapted their selling practices to keep base with this shift?
